The aim of this activity is for you to use the five steps Weiss puts forward as a way of selecting a strategy for a particular negotiation with counterparts from another culture. For ease of reference these steps are given again below:

1. Reflect on your culture’s negotiation script.

2. Learn the negotiation script of the counterpart’s culture.

3. Consider the relationship and circumstances.

4. Predict and influence the counterpart’s approach.

5. Choose your strategy.

Imagine that you are about to take part in an international, cross-cultural negotiation. You represent a company from your own country and are about to meet either a US or a Japanese negotiating team.

Questions

1. Sketch out the scenario for the negotiation that allows you to determine the degree of familiarity that both sides may have with regards to each other’s culture. You will need to:

● Describe the circumstances of the negotiation (including the experience of both teams in international business and the nature of any possible agreement).

● Describe the relationship, if any, that you have developed with your counterparts.

2. Using the information from your response to question 1:

● Choose one negotiating strategy from those proposed by Weiss in his strategic framework (outlined in Figure 15.1 of this chapter’s concept) that you believe to be appropriate.

● Describe the negotiation process as you envisage it, using the strategy chosen.

Transcribed Image Text:

High Counterpart's familiarity with negotiator's culture Low Induce counterpart to follow one's own script Improvise an approach (Effect symphony) Low Adapt to the counterpart's script (Co-ordinate adjustment of both parties) Employ agent or adviser Embrace the counterpart's (Involve mediator) script Negotiator's familiarity with counterpart's culture Figure 15.1 Strategic framework for negotiating High